Solutions Consultant - Federal, United States Air Force

Palo Alto Networks • Lincoln, NE

9d • Remote

About The Position

The Solutions Consultant is the evolution of the traditional Sales Engineering role, providing technical leadership and guiding customers through security transformation journeys. The role defines technical solutions that secure customer business imperatives and takes end-to-end technical ownership of accounts, including solution fit, deployment quality, adoption, and ongoing technical health. The Solutions Consultant evangelizes Palo Alto Networks’ on-premises, cloud, and security operations services and establishes the company as a trusted cybersecurity partner.

This role serves the United States Air Force and is remote. It involves developing strategic technical account plans, engaging senior stakeholders, understanding customer environments and priorities, designing and validating solutions, and supporting customers throughout the customer lifecycle. The Solutions Consultant collaborates with account teams and internal functions to deliver customer outcomes and sustained platform adoption.

Requirements

• At least 6 years of technical pre-sales experience.
• Proven track record selling to and navigating the Department of Defense environment.
• Knowledge of United States Air Force enterprise infrastructure and architectures.
• Consistent history of meeting or exceeding sales targets, including experience executing seven-figure opportunities with extended sales cycles, multiple buying centers, and multi-product solutions.
• Ability to influence and gain buy-in from key stakeholders in customer-facing engagements.
• Experience independently creating and delivering customized technical presentations, workshops, or technical validation engagements across varied environments for strategic customer accounts.
• Pre-sales experience with large, complex enterprises, typically with multi-billion-dollar revenue and global or multi-regional operations.
• Ability to manage a targeted number of high-value accounts, typically 10–30.
• Technical expertise or experience selling, designing, implementing, or managing one or more of the following: networking, network security, cybersecurity, private or public cloud security, SOC/endpoint, SASE, or AI security.
• Technical curiosity and ability to self-develop skills in emerging domains; high AI fluency to elevate work quality and accelerate outcomes.

Nice To Haves

• Demonstrated success selling, implementing, or managing SaaS offerings.
• Active Top Secret or higher security clearance.
• Experience partnering with customer success or support functions to ensure successful implementation and drive solution adoption.
• Prior experience architecting and positioning cybersecurity solutions that address technical challenges and support new business initiatives.
• Located in the St. Louis, Omaha, or Boston area, or willing to travel to those areas and other relevant customer locations.

Responsibilities

• Meet and exceed sales quotas by building and implementing strategic technical account plans for complex sales engagements.
• Conduct advanced discovery to understand and align with customers’ technical and operational priorities.
• Build senior customer relationships to establish Palo Alto Networks as a strategic partner and guide security architecture transformation roadmaps.
• Position, demonstrate, and create high-level designs across the Palo Alto Networks portfolio based on customer business requirements.
• Lead complex technical validation efforts tailored to customer environments and best practices.
• Promote integrated solutions and collaborate with Professional Services to expand customer outcomes and platform adoption.
• Own assigned accounts’ day-to-day technical needs, serving as the primary technical advisor and ensuring solution validation, deployment readiness, adoption, cross-product alignment, and sustained technical health.
• Monitor customer usage and outcomes after the sale to identify optimization opportunities, emerging needs, and risks; partner with account teams to support continued value and platform adoption.
• Collaborate with Professional Services, Customer Success, Specialists, Channel partners, and Support to align strategies, remove obstacles, and support the customer lifecycle.
• Deliver technical engagements, tailored solution briefings, demonstrations, and workshops that translate security concepts into operational value.
• Maintain knowledge of the competitive landscape and differentiate Palo Alto Networks solutions through technical advocacy and objection handling.
• Continuously develop technical and professional expertise and contribute to the Solutions Consultant community through knowledge sharing and participation in internal and industry events.

Benefits

• Compensation may include restricted stock units and a bonus; employee benefits are referenced but not specified.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: No Education Listed